1. Growing Dell Business with Windows Server ROK (EC)
Marketing overview

2. Reseller Option Kit (ROK) Defined
Same MDF payouts as Preinstall
Same pricing as preinstall
Covered under Server License Agreement
Dell sets the Channel price
Software distribution method designed for OEMs that ship Microsoft software and branded servers through the channel
Enables Fulfillment partners to minimize SKU creation by stocking software separate from servers (separate part numbers)
Provides customers with a simple way to buy an OEM branded server with a Windows Server operating system at a great price

3. ROK versus OEM pre-install?
Both ROK and OEM pre-install are OEM delivery mechanisms
Key OEM tenets apply:
COA must be affixed to hw
OS installed prior to end-customer receipt
OEM provides end-user support
Same end-user license agreement for both
ROK images must be BIOS-locked
ROK and OEM qualify for same MDF rebate levels
ROK OS pricing may be disclosed

4. Align License Types with Sales Motions
Preinstall
Drop In Box
Reseller Option Kit (ROK)
Use for solutions that require OS partitioning and application configuration
Reduce preinstall costs
Dell “Mid Tier Centers”
Maintain Preinstall as preferred attach method for Build To Order and Standard Configurations
Set OS price point so balanced with channel
Use for bare bones and partially configured servers
Dell part number sold through Fulfillment Agencies
Provides inventory flexibility

5. Current Channel Ecosystem (EC)
What are the reseller options for purchasing hardware + Windows Server (WS) OEM?
Tier 1 Reseller 1
With OS at POS
Dell HW + Dell WS OS (OEM preinstalled)
DELL ! 2
Without OS at POS
Customer
Dell HW only !
Dell Server preinstalled & COA affixed
Dell HW only
Tier 2
Reseller
WS OS
COEM
Distributor
Via distribution partner 3
Dell HW only

6. Dell Indirect Opportunities1
To Tier 1 with OS HW
HW + OEM pre-install 2
To Tier 1 w/o OS
Microsoft AR
Order Dell ROK post HW
Reseller
Customer
Dell
ROK kit
ODM
Dell Server preinstalled & COA affixed
Partially configured servers
Distributor HW
stock
Dell
ROK kit
stock 3
Tier 2 via distribution partner
Order HW, memory, and Dell ROK, etc.

7. How ROK Works – Stocking the Kits1 2 3
Fulfillment Agent
OEM
VAR/Reseller
Authorized Replicator 1
OEM contracts with Authorized Replicator to produce ROK kits
Fulfillment Agent places orders to OEM, order can be in any quantity, order process is the same as any other “OEM Option.” Order fulfilled to Fulfillment Agent by Authorized Replicator
Fulfillment Agent stocks ROK Kits , inventory management and fulfillment to VARs is the same as any other “OEM Option”. 2 3

8. How ROK Works – How it is Sold2 1
Fulfillment Agent OR
Customer Places Order
Customer
VAR/Reseller 3
OEM Partner 1
Customer places order to VAR for server with Microsoft operating system. VAR places order to Fulfillment Agent or Regional Commercial partner. They can be purchased together or separately.
The Fulfillment Agent ships the OEM branded ROK kit and server to the reseller (the Fulfillment Agent or Regional Commercial Partner can install the software for a fee).
The reseller installs the operating system and the Windows Certificate of Authenticity (COA) before delivering the new server to the end user. 2 3

9. Critical success factors
Product
Marketing
Creation of Dell BIOS-locked image
Licensing & SKU setup
Manufacturing readiness & prioritization
Reseller awareness programs
Dell reseller marketing kits
Channel
Sales
Distribution
Establish relationships
Agreements in place with regional distributors
APOS
SKU creation & fulfillment
Ensure equitable pricing across channels (minimize channel conflict & cannibalization)
Provide distribution/reseller incentives

10. Definition of terms ROK - reseller option kit
Direct channel – hw & sw sales directly to a end-customer
Indirect channel – hw & sw sales to a reseller via Partner Direct or a distribution partner
WS OS – Windows Server Operating System
BIOS lock – an anti-piracy technology where the OS image is designed to only operate on a specific OEM hardware platform
COA – certificate of authenticity
EULA – end user license agreement

11. Reseller Option Kit Contents
Documentation
Distribution Agreement
Break the seal label
(outlining returns,
warranty terms, etc)
OEM Branded Windows CD
9/17/2018

12. Reseller Option Kit Contents
9/17/2018
Documentation
Distribution Agreement
Break the seal label
(outlining returns,
warranty terms, etc)
COA Label
Dell template

13. Additional product information
Growing Dell Business with
Windows Server ROK (EC)
Additional product information

14. SYSPREP required by VAR
Prior to receiving a Dell Server with a Microsoft ROK OS installed, the VAR or distributor must run SYSPREP on the server
SYSPREP configures the system to initiate the system at the Windows Welcome for customer delivery.
SYSPREP instructions and technical documentation are found at:

15. Validated OS/server configurations
ROK kits can only be installed on new Dell Servers
Dell will only support OS/Server combinations that are Dell Validated.
A complete list of Dell Validated OS/server combinations can be found at: dell.com/ossupport

16. Tech Sheet location
Dell has spent thousands of hours testing and validating Microsoft operating systems on our server products.
Important information about implementing Microsoft operating systems on Dell servers can be found at:

17. Available ROK sku’s Windows Server 2008 SP2 Windows Server 2008 R2
English
French
Spanish
German
Turkish
Windows Server 2008 SP2
Windows Server 2008 SP2 Standard Edition, x86/64bit, Includes 5 CALs
Windows Server 2008 SP2 Enterprise Edition, x86/64bit, Includes 10 CALs
Microsoft SBS 2008 SP2, Premium Edition, 64bit
Microsoft SBS 2008 SP2, Standard Edition, 64bit
Windows Server 2008 R2
Windows Server 2008 R2 Foundation Edition, 64bit
Windows Server 2008 R2 Standard Edition, 64bit, Includes 5 CALs
Windows Server 2008 R2 Enterprise Edition, 64bit, Includes 5 CALs
Check language packs for additional language coverage (slide 19)

18. SBUU and USC facilitated installation
Dell provides utilities to assist with installing server operating systems
The Unified Server Configurator, contained on the embedded Lifecycle Controller in each server, facilitates the OS installation process by providing current drivers and firmware for the server hardware. USC information can be found at:
Alternately, the Dell System Build and Update Utility (SBUU) disk is provided with every Dell server and contains the latest drivers and firmware for that server. Insert the SBUU disk to begin the OS installation. SBUU information can be found at:

19. Language Packs for OS localization
Language Packs provide a localized user interface in most major languages
Server 2008 SP2 language packs can be downloaded from:
Server 2008 R2 language packs can be downloaded from:

20. Replacement Media
Value-Add Resellers are responsible for fulfilling end user requests for replacement media.